Feedback form

Final negotiation activity The East Africa Tender

Evaluate your own and others negotiation skills, using the feedback form below.

Final feedback: Negotiation skills

NEGOTIATORS:
OUTCOME OF THE NEGOTIATION Did you reach an agreement? If so, how happy are you with what was agreed? If not, what were the main obstacles to agreement? Yes / Almost / No Extremely / Very / Fairly / Not very

What was your role in the negotiation (e.g. decision-maker, technical expert)?

How well did you play it?

Well, I think / Pretty well / Not too badly / I could have done better

If you could negotiate again, what (if anything) would you do differently?

Make notes on what was discussed during the negotiation under the following headings: 1 Term of contract Agreed To be finalised

2 Plant funding

3 Plant ownership (inc. IPRs)

4 Warranty

5 Insurance

6 Options (e.g. PlowSafe)

From International Negotiations by Mark Powell Cambridge University Press 2012 PHOTOCOPIABLE

Feedback form
SKILLS ASSESSMENT 1 How would you describe the relationship-building phase of the negotiation (e.g. over-familiar, warm, positive, polite, over-formal, cool, suspicious, hostile)? Give a few examples.

2 Did you have any problems establishing the procedure and agreeing the agenda? Yes / No If so, what? How did you deal with new items being added to the agenda?

3 How clear were your proposals, summaries, confirmations/corrections and counter-proposals? Clear and concise / Pretty clear for the most part / It got a bit confusing at times 4 Did you listen carefully and allow the other team to speak before interrupting? Yes / Mostly / Probably not enough 5 On reflection, do you think you asked enough questions during the negotiation? Yes / We probably should have asked more / Unfortunately not 6 On balance, did you tend to take up fixed positions or did you mostly try to uncover interests?

POSITIONS Give some examples of important interests you uncovered. How did these help you?

INTERESTS

7 Did you do enough to generate further options? Yes, we created value / Not really 8 Did you remember to attach conditions to your offers and concessions? Yes / Not always / No 9 Did you find any persuasion techniques particularly effective? Yes / Not really If so, which ones?

10 Did you have to deal with any dirty tricks? Yes / No If so, what? How did you deal with them?

11 How did you deal with any deadlocks or breakdowns in communication?

12 Regardless of the result, how positively did the negotiation end? Very / Fairly / Not very

From International Negotiations by Mark Powell Cambridge University Press 2012 PHOTOCOPIABLE